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All eCommerce entrepreneurs understand that sales are necessary for their products and brand to prosper. It is anticipated that eCommerce will consist of 22% of global retail sales by 2023. Crucially, they require new customer sales, which are not always easy to come by.
This pushes many people to wonder what they can do to generate potential leads for your eCommerce website.
Everything you've learned about lead generation strategies may not be applicable to your company. Why? The reason is lead generation for each eCommerce brand is unique. The point is eCommerce customers respond differently than most other types of customers. They each have their own set of motivations, buying habits, and challenges.
That is why you must tailor your lead generation strategy, particularly to an eCommerce audience.
What are eCommerce marketing leads?
A lead is essentially someone who is interested in what you have to offer: your products, brand, or services and takes action to show that curiosity. This could include:
- Registering for your email list
- Downloading a piece of content
- Joining your brand's social media pages
- Clicking on your ad campaign
- Registering for a trial version
Each lead represents a possible customer. Every initiative a lead appears to take provides useful information. This data can be used to turn a lead into a valued paying customer and to instantaneously alert your lead generation strategic plan.
Coming up with creative methods of acquiring customers, i.e. converting leads into customers, is the most complicated aspect of managing an eCommerce business. Hiring dedicated programmer works wonders in generating leads, but there are certain things you should keep in mind!
Here are 7 innovative ways to generate leads in eCommerce.
- Maximum usage of Search Engine Optimization (SEO)
Research states 75% of users never scroll past the first page of the search results. eCommerce businesses have a plethora of digital assets. Enhance your probability of landing on page one by optimising those assets with keywords and phrases. An effective SEO technique sprinkles search terms throughout blog posts, product descriptions, and metadata, making each one a lead magnet.
Many companies make a big blunder of failing to optimise their image alt-tags. According to stats, 75% of online customers depend solely on images to decide what to buy. Because search results now prioritise images, taking the additional time to optimise each product image could indeed pay off in the form of leads who are ready to invest in your product.
- Design Pay-Per-Click Campaigns (PPC)
Opting for paid advertising enables you to aim relevant audience across multiple platforms by using the behaviour and attitudes recognised in your audience segments. Native ads outperform PPC display ads in terms of CTR, brand affinity, and purchase intent.
According to a survey, 54% of consumers would prefer to see more video content from brands. Use this to your benefit by creating native video ads that combine the best of the two.
- Boost Your Social Media Followers
Statistics reveal, there are nearly 4.48 billion social media users who typically spend an average of 2 hours and 25 minutes per day on social platforms. As a result, social media is an unmissable platform for generating eCommerce leads. Don't neglect the channels where most of your customers spend the majority of their time.
Followers of your social media accounts are just a few clicks away from becoming customers. According to Facebook data, 83% of Instagram users will research a product or service further after seeing it, and 81% will make a purchase decision.
Utilize your social media handle to highlight your products, values, brand image, content, and promotional offers, as well as to eventually assemble user-generated content (UGC). Because most platforms are aware that eCommerce businesses depend on them, reap the benefits of amalgamated shopping features like shoppable posts on Facebook & Instagram and shoppable pins on Pinterest.
- Create Worthwhile Content
By piqueing a user's interest, content actually creates strong leads. Your content is more likely to be discovered by consumers if you have more of it. According to statistics, 70% of people choose to obtain information about a good or service from an article rather than an advertisement. According to Semrush, 78% of companies that succeeded in content in 2021 had a documented content marketing strategy
- Give Customized Attention
Personalization and customization can take many forms and be implemented in number of ways. According to Forbes, 50% of consumers prefer customization in the form of products pertaining to their preferences, so do ensure that your website incorporates that features and functions, but at time adding adding new features may trouble your SEO inorder to overcome this problem it is advice to hire dedicated programmer who is proficient in this field and can help you to create customized layout that would have higher conversion ratio.
Because your customers do not all need the same things, you cannot reach them with the very same advertising message. With personalised marketing, you can personalise your ads and offers so that they are pertinent to various customers as possible.
- Optimum Usage of Email Marketing
As stats reveal, email marketing is basically a low-cost method of generating eCommerce leads. It provides a ROI of up to 4400%.
However, most of the customers are becoming more cautious of their email addresses in recent years, hence they would require some persuasion to share their id. Encourage them with certain discount that is delivered directly to their inboxes. This will enable the leads to convert into customers, and sales will begin to flow in.
- Improvise Conversion Rates (CRO)
In the event that your site is generating traffic but not converting that traffic into sales, it's time to take a closer look at your analytics and find out what causes customer drop-offs. Every aspect of your website can be optimised. Begin by introspecting your actions with questions like:
- What is the speed of loading of pages?
- What is the quality of images on site?
- Does the site make it easy to navigate and search
- Are the reviews on site enough?
- Are the existing buttons easy to click?
Optimize a problem area once you've identified it. Few changes are simple to implement, while others must be A/B tested. Make no changes based solely on assumptions. It is recommended to continue testing one element at a time and reviewing your information before making your final choices.
- Offer Product Discounts and Various Deals
You invested time and money in attracting eCommerce leads to your website. Tempting leads with deals or discounts is the quickest process to transform them into long lasting customers who pay. The incentive to buy does not have to be extravagant; it can be as simple as giving 10% off or even free shipping.
You could also use discounts to boost your average order value by offering something like, “Buy One, Get One". In order to take advantage of the deal, consumers will often add items to their cart that exceed the guaranteed minimum.
- Use urgency in your copy
Things move quickly on the internet. You can empower individuals to act on your site by using time-sensitive language in your marketing plans. Creating a sense of urgency acts as a powerful catalyst, hence encouraging buyers to make a buying decision right away.
For example, before your potential customer exits your page, you could offer a one-time 5% discount that is only valid until the end of the day. To redeem the code, all they'd have to do is enter their email account that's an immediate lead.
It is challenging to build recognizable brands in the industry of eCommerce because it is a competitive marketplace. To thrive, you must first have a comprehensive awareness of who your perfect client is. Then, to fill your inflow with increased, targeted users, incorporate eCommerce lead-generation strategies. Because eCommerce sales cycles are not very long-lived, use retargeting campaigns in order to negotiate deals faster.
Every eCommerce company is distinct. Analyze your data regularly to determine which strategies generate the most revenue or leads. Consider how distinctive user journeys affect your ROI when determining the most cost-effective lead-generation methodologies. Also, remember the 'ABT' (always be testing) rule when optimising your site for optimum conversions.
About the Author: Jigar Agrawal is Digital Marketing Manager at eSparkBiz. He is Passionate about anything related to Digital Marketing. Wants to unlock the world of technology and Social Media where every day there is a chance of new possibility as well as innovation.